Gross margin key levers
1
2
3
Pricing & packaging optimization
Discounting practices & T&Cs policy improvement
Churn mitigation & up-sell/cross-sell
Revenue
Levers
4
5
6
7
Product re-architecture
Cloud process enhancement
Infrastructure cost management
Service delivery engineering
COGS
Operating margin key levers
8
9
10
Labor optimization
R&D optimization
Product consolidation
R&D
11
12
Sales coverage & effectiveness
Marketing effectiveness
S&M
13
14
IT systems costs
Finance, HR, and legal
G&A